A Salesperson Driving to Visit a Client Located Two Hours

question 264

Multiple Choice

A salesperson driving to visit a client located two hours away has a tire blow out on the highway.He walks about a mile to the next exit,where he finds a service station.The owner of the station says he can replace the blown tire,but it will cost twice as much as it would to purchase a tire in the salesperson's home city.The salesperson,not wanting to be late for his appointment,agrees to pay the higher price in order to get back on the road.This case illustrates the effect of ________ on buying behavior.

• A)cultural background
• B)social groups
• C)the purchase situation
• D)the learning situation
• E)reference groups

---

Definitions:

Stigma

Group attributes that mediate a negative social evaluation of people belonging to the group.

Visibility/Concealability

Refers to how easily an aspect of a message or an object can be seen or hidden from view.

Reverse Discrimination

The practice of publicly being prejudiced in favour of a minority group in order to deflect accusations of prejudice and discrimination against that group.

Prejudiced Minority Groups

Groups that face discrimination and negative stereotypes based on characteristics such as race, ethnicity, or sexual orientation.